New Car Manager/Internet Manager

Department: Sales
Reports To: General Manager / Operator
Position Type: Full-Time, Management

The New Car Sales Manager / Internet Sales Manager is responsible for driving new vehicle sales performance, managing the dealership's internet sales operations, developing sales personnel, and maximizing opportunities through effective lead management, customer engagement, and sales execution.

This individual is responsible for creating a proactive, accountable, and results-driven sales environment while ensuring every customer receives a consistent and exceptional Mosaic Experience.

The position requires a hands-on leader who understands the importance of inventory management, lead conversion, customer relationships, sales processes, and team development. Success is measured not only by vehicles sold, but by profitability, process execution, customer satisfaction, and the ability to develop a high-performing sales team.

1. New Vehicle Sales Management

• Establish, communicate, and execute monthly new vehicle sales objectives.

• Monitor daily, weekly, and monthly sales performance against dealership goals.

• Manage new vehicle inventory, including ordering, allocation, aging, pricing, and turn.

• Monitor market conditions, competitive pricing, and manufacturer incentives.

• Develop strategies to improve new vehicle volume while maintaining appropriate gross profit.

• Work closely with the General Manager and Operator to identify opportunities and address performance gaps.

• Ensure new vehicle merchandising, pricing, and online listings are accurate and competitive.

• Maintain a strong focus on inventory turn and minimizing aged inventory.

2. Internet Sales Management and Lead Development

• Oversee all internet leads, digital inquiries, website opportunities, and third-party lead sources.

• Ensure every lead receives timely, professional, and consistent follow-up.

• Establish expectations for response times, communication frequency, and lead management processes.

• Monitor lead activity, appointment setting, appointment confirmation, show rates, and closing percentages.

• Coach sales consultants on effective phone, text, and email communication.

• Ensure leads are actively worked until an appropriate outcome is achieved.

• Develop strategies to convert unsold leads into appointments and sales opportunities.

• Monitor CRM utilization and hold team members accountable for accurate documentation and follow-up.

• Identify opportunities to improve lead conversion and return on advertising investment.

3. Sales Team Leadership and Development

• Lead, coach, train, and develop new vehicle sales consultants.

• Establish clear expectations for individual performance and accountability.

• Conduct regular sales meetings, individual coaching sessions, and performance reviews.

• Monitor individual sales activity, closing ratios, appointment performance, and follow-up execution.

• Demonstrate effective sales techniques, negotiation, objection handling, and closing strategies.

• Reinforce a culture of urgency, ownership, professionalism, and customer service.

• Identify performance deficiencies and implement improvement plans.

• Assist with recruiting, interviewing, onboarding, and retaining sales talent.

4. Sales Process and Operational Execution

• Ensure consistent execution of Mosaic's established sales processes.

• Monitor CRM activity and ensure all opportunities are properly tracked.

• Ensure proper customer introductions, needs assessments, vehicle presentations, test drives, and follow-up.

• Work collaboratively with Finance & Insurance to ensure a smooth transition from sales to the Business Office.

• Maintain communication with Service and Parts to support customer retention and the overall Mosaic Experience.

• Ensure sales personnel are properly presenting available dealership services, products, and customer benefits.

• Support compliance with dealership policies, manufacturer requirements, and applicable state and federal regulations.